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Tom's Talent Blog

Why Sales Deals Stall - and how to get them moving again

Posted by Tom Erb on Oct 5, 2015 7:00:00 AM

One of the most frustrating aspects of sales is when a seemingly hot deal grinds to a complete halt. That prospect that was in dire need of your services has suddenly stopped returning your calls and emails. So why does this happen, and what can you do to get the momentum back?

Here are the most common reasons that deals stall, and some ways that you can get them back on track.

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Topics: Sales, Sales Process, Negotiating

10 Negotiating Points Other Than Markup

Posted by Tom Erb on May 13, 2013 7:38:00 AM

Don't you hate negotiating on markup all the time? When I first started in the staffing industry, we always talked about how we needed to stop selling on markup - 17 years later nothing has changed.

Why do prospects and clients always want us to quote a markup? Well the issue really doesn't lie with the prospect - our industry has created this monster. We're the ones that started quoting markups decades ago, and as much as we complain about it, we immediately go to markup every time there is a question about price. But it doesn't have to be this way.

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Topics: Sales, Negotiating

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